Weekly Briefing No. 78

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Weekend Briefing No. 78 by Edwin Abl

Welcome to the weekend.

Here are 7 things I thought you’d need to know for April 25th in under 3 minutes: 👀

. . .

Leadership 😳

1. In order to grow as a human being, you need to be able to identify mental models, whether you are using them, or the person you are talking to is. It’s a leadership skill you should look to master. Here are 30 mental models to add to your thinking toolbox by Anne-Laure Le Cunff.

2. What I’m reading: I’m currently working on Reboot: Leadership and the Art of Growing Up by Jerry Colonna (it’s heavier going than other leadership books). Tracking to 14 books thus far in 2020 - here is the list.

3. How to Get Status Updates Out of Your 1-on-1s (and what to focus on instead). I’ve been an advocate for the ‘3 things’ for my manager’ approach for years. I always encourage it as part of the communication process.

CMO / CRO 📈

4. I’m hosting a Webinar on Tuesday called The Inside Track: Finding Out What Your CMO/CEO Really Cares About. Be great to have you join. It’s part of the Sales Impact Academies ‘In-it together’ series.

5. Prep for your next board meeting: How to Tie Marketing Metrics to the Data that Boards, CxOs, and Investors Really Care About - Whiteboard overview.

6. From the archives: Need a refresh on your sales & marketing alignment. Look no further than HubSpot’s table-stakes guide to building SLA agreements.

Brain Stuff 🧠

7. How to practice divergent thinking.

. . .

One more thing...Thanks for reading.

Enjoy your evening. And if you like this newsletter and want to support it, forward it to a friend 🤝, tweet me 👏, or if you’re seeing this newsletter for the first time, you can subscribe here.

Thanks,
Ed

🤔 Q&A: what are the key questions you need to ask when planning your sales & marketing gtm strategy?

These questions will be helpful for you to understand and help you plan:

> Broader Scope Questions:

+ What are your goals? Let’s define the top output / deliverables each month.
+ What is your current situation?
+ What are your current challenges?
+ What are your PQO (Prolific Quality Output) actions?
+ What are your time-lines?
+ What budget do you have to spend?

> Specific Marketing & Sales Questions:
+ How much revenue do you need to generate from marketing efforts by the end of year?
+ What is the average sale?
+ What is your close rate?
+ How many MQLs and SQLs do you need to generate?
+ How much revenue from existing customers do you need to generate?
+ What verticals are you strongest in?
+ Do you have any ICP (Ideal Customer Profiles?)
+ What customer stories can you leverage?
+ What tactical campaigns are running? What are the success metrics?
+ Do you currently have a strategy?
+ What is your current MarTech stack, which areas do you want to resolve, and in what order?
+ Do you operate a Sales & Marketing SLA?
+ Where are the friction points that lead to a close journey?
+ How valid (predictable) is the current sales pipeline?
+ How effective is your current outbound messaging?

Read more like this on my blog 🚀

New App / product recommendation ?

Smash Notes, a curated collection of podcast notes 💥

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Take it for a test drive 👈

Should we work together?

My mission is to help aspiring sales and marketing leaders with the new revenue mindset; people who want to get ahead; people who worry about their impact and help them gain context for what matters to a CEO.

You setting up to grow your impact?